Manager, Business Development

7 months ago

Edmonton, Canada Miller Thomson LLP Full time

As a recognized national business law firm, we support, grow, and impact our communities through our work. We help entrepreneurs, companies, and professionals shape and build the Canadian economy.

When you start a career with Miller Thomson, you join a firm that puts its people first. We provide the opportunity to influence the course of your career, community, and workplace with the support and backing of a national organization. While teamwork and collaboration are hallmarks of our culture, we accept and encourage individuality. You can expect a friendly, safe, and supportive environment where your colleagues will rally around to help you succeed.

We are seeking a **Manager, Business Development** to join our Edmonton office.

Reporting to the Director, Business Development, you will be a key business development adviser for the Edmonton office. The successful incumbent will provide strategic business development support of key business development initiatives to enhance the groups’ profile and revenue potential that align with firm-wide business strategy.

**Key Responsibilities**:

- Responsible for developing cross-selling initiatives, business and Go-to-Market plans for regional offices that aligns with the firm’s overall strategy;
- Conceive, champion, communicate and carry out strategic and innovative business development initiatives of the practices and professionals in the regional offices to enhance revenue generation opportunities from their existing and potential clients;
- Identify clients for cross-selling. This entails liaising with Client Team Leaders and other key partners with the goal of strengthening client relationships to grow the business by providing strategic advice to develop relationships, analyze market data and competitive intelligence, conducting client team meetings, providing training programs and other value-added programs, and identifying business opportunities with clients;
- Work with members of the National Markets team to coordinate effort and collaborate in executing national, regional and local initiatives, including those related to RFPs and other formal new business pitches and marketing campaigns. Track ROI of those initiatives by way of recommending and implementing with the lawyers follow-up efforts that will contribute to revenue generation and growth. Assist in populating the experience/expertise database to enable cross-selling;
- Organize regular practice and specialty group meetings to help implement strategy, undertake business development-related client and market research as needed, suggest strategies, share best practices, and promote cross-selling of Group services;
- Collaborate with other BD Managers in the development, implementation of a formalized account planning process for the firm;
- Provide direction in connection with the organization of local, regional and national client events, sponsorships, practice and industry group conference meetings, and a range of other firm and Industry/Specialty Group BD activities;
- Develop formal processes to generate leads from various sources (digital, events, marketing campaigns, media and PR, sponsorships, etc.);
- Identify and provide leadership in regard to sponsorship opportunities undertaken with locally-based organizations and/or referral "partners" that will put Miller Thomson lawyers in front of prospects and continue to build the firm's profile within the business community;
- Work closely and collaboratively with regional/national BD Managers and other BD resources to support the firm's national BD priorities, and those of the Industry and Specialty Groups. This entails providing them with:

- local market assistance with BD programs;
- reporting summaries of relationship-building initiatives with key referral sources;
- Assist legal professionals with client account management activities;
- Working with Markets team to provide business intelligence and competitive intelligence to assist with business planning;
- Establish KPIs and sales pipeline for each practice or industry group in order to track progress; analyze them and make recommendations for improvement if necessary;
- Follow-up on actionable items deriving from the client feedback program for all targeted accounts;
- Assist partners in the preparation of strategic submissions to directories and ranking organizations, and monitor the evaluation process;
- Assist the practices and individual professionals in the formulation of BD plans; help track plan progress, and report on same to practice leaders;
- Work with the national CRM team to collect client data for the purpose of e-marketing and other marketing and BD activities.

**What you'll bring**:

- University degree required, with a major in marketing, business or communications preferred;
- Minimum seven (7) years of work experience, with at least three (3) years as a BD/Marketing Manager (or similar senior role) within a professional services (law, accounting or consulting firm

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